Adopting a Consultative Approach to Selling: This programme is designed to assist sales teams achieve and exceed targets with an approach that helps minimize objections and leads naturally to the sales without ‘high pressure’ methods and ‘hard closing’. It looks at a number of areas from Features and Benefits to using the SPEND technique, managing conflict and various techniques used when closing the sale.
Aimed at: Sales Executives/Sales Managers
Objectives:
- Recognise the importance of relationship selling in a competitive market.
- Identify the level of skill in anticipating/managing customers buying perceptions/behaviour.
- Demonstrate and use the selling technique S.P.E.N.D.
- Demonstrate the importance of planning & conducting sales meetings in a structured way.
- Acquire skills to deal with objections & closing the sale.
Duration: 1 or 2 days